Cold Calling Sucks (And That's Why It Works) by Nick Cegelski, Armand Farrokh

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00:13 Introduction 00:48 Mastering the first 60 seconds 03:54 How to handle objections like a pro 07:00 Gatekeepers and voicemails 10:03 Maximizing meetings from fewer dials 12:36 Become a cold calling machine

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1. Mastering the First 60 Seconds - Avoid common opener traps ("How's your day?", "Bad time?") - Use "Heard the Name Tossed Around?" approach - Focus on specific problems they likely face - Keep initial asks light and low-pressure 2. Handling Objections ("Mr. Miyagi Method") - Agree with the objection first - Incentivize further conversation - Offer a "test drive" approach - View objections as opportunities rather than barriers 3. Managing Gatekeepers and Voicemails - Project confidence when dealing with gatekeepers - Keep explanations brief and professional - Use "Double Tap Voicemail" strategy: * Short initial message * Follow-up email * Second voicemail with more detail 4. Key Metrics to Track - Connect rate (reaching live person) - Set rate (scheduling meetings) - Show rate (meeting attendance) - Focus on quality prospects over quantity of calls 5. Building Sustainable Habits - Create morning routines/rituals - Use time management (Green/Yellow/Red Hours) - Prepare prospect lists in advance - Minimize distractions during call sessions - Build confidence through consistent practice